[Hiring] Director, Channel Sales @Posit

Role Description

We're looking for a Director, Channel Partner Sales to own our worldwide channel partner program, from strategy and recruiting through partner enablement, working closely with our Alliances, Sales, and Customer Success teams.

Your impact includes:

• Owning partner selection and prioritization for the channel segment, in alignment with corporate priorities and team capacity.
• Serving as the executive point of contact for strategic channel partners; sponsoring GTM initiatives and resolving cross-functional blockers.
• Defining the GTM motion for channel partners, including co-marketing, MDF, quarterly plans, and rules of engagement, and leading annual partner planning while owning a worldwide channel revenue target.
• Recruiting and activating new channel partners in key industry verticals including Life Sciences, Financial Services, and Public Sector, and in the ecosystems of key alliances including Databricks, Snowflake, and AWS.
• Building repeatable industry solutions with partners, and defining partner-facing metrics and incentive structures that show them how to build a profitable, scalable business on Posit.

How you'll collaborate:

• Partner closely with the team on partner onboarding, technical certification, and sales enablement.
• Lead a growing team, starting with a Partner Sales Manager focused on revenue execution and deal registration.
• Drive consistency in deal registration and report on channel performance to leadership.
• Act as internal champion to customer facing teams on the benefits of working with channel partners with our customer base and in new opportunities.

Qualifications

• Channel sales experience, including owning a worldwide channel partner revenue number and consistently exceeding sales targets.
• Track record of personally recruiting and building with channel partners.
• Demonstrated success designing joint solutions or offerings with partners, backed by clear, partner-facing success metrics.
• Experience developing partner economics and incentive models that partners can build a business around.
• Understanding of the data science ecosystem and possible life sciences industry experience.
• Exceptional ability to engage and influence partner and internal C-level stakeholders.
• Experience managing or mentoring partner-facing team members.
• Prior experience in a fast-paced technology company.

Requirements

• Within 1 month, get involved in active deals and build a clear view of the channel program, including the partner landscape and key relationships across Alliances, Sales and Customer Success, and your Partner Sales Manager.
• Learn Posit's open-source data science ecosystem and the industry solutions we bring to Life Sciences, Financial Services, and Public Sector.
• Within 3 months, deliver a clear partner recruitment strategy across target vertical industries (Life Sciences, Financial Services, Public Sector) and alliance ecosystems (Databricks, Snowflake, AWS).
• Define partner selection criteria and the initial GTM motion and rules of engagement for channel partners.
• Within 6 months, land and activate the first newly recruited partners.
• Ship the first repeatable industry solution package for life sciences, with an aligned set of target accounts.
• Have an enablement motion in place so newly recruited partners can ramp and start selling quickly.
• Within 12 months, hit an established worldwide channel revenue and pipeline target for the segment.
• Own the annual partner planning cycle end to end, from strategy through execution.
• Have a clear point of view on how the partner organization should scale to support continued worldwide growth.

Benefits

• Competitive compensation with extensive human-first, people-focused benefits to prioritize your personal and financial well-being.
• 100% of medical, dental, and vision insurance premiums are covered for employees and their families.
• Fertility and gender-affirming healthcare is included in all of our plans.
• Supplemental mental health and wellness benefits are available via Ginger.
• Gender-neutral paid parental leave policy covers all new parents, including foster and adoptive parents.
• All full-time employees are eligible for 401k enrollment starting on day one.
• After six months of employment, Posit provides a substantial yearly match to employee 401K contributions.
• An annual profit-sharing bonus for employees recognizes our team’s contributions to company performance across the year.
• 100% distributed team with an option to work from the Boston office.
• $400 monthly reimbursement for coworking space rental if preferred.
• Lifestyle Savings Account with an initial deposit of $1800 and additional quarterly stipend of $375.
• Flexible environment with a generous vacation policy that encourages a minimum of four weeks PTO per year plus 15 paid company holidays.